The Streetsmart Negotiator: How to Outfox, Outmaneuver, and Outlast Your OpponentsTo win at the game of business, youOCOve got to be street-smart. The StreetSmart Negotiator distills the collective wisdom of the worldOCOs top negotiators, giving you the tips, tactics, and techniques you need to triumph over even the most ruthless competitors in any situation. YouOCOll learn how to: * plan an agenda * analyze the other party * avoid falling for typical persuasion tactics* counter negative moves* package proposals that generate movement* effectively exchange concessions * close the toughest of deals.Featuring a proven seven-step model of real-world negotiation strategies, this straightforward, easy-to-understand book gives you the edge you need to win at the bargaining table." |
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Contents
The Seven Step RESPECT Formula | 4 |
What is Negotiation? | 6 |
The Bargaining Range | 8 |
STEP 1 READY YOURSELF | 11 |
Use Your BATNA to Create Leverage | 12 |
Identify Interests | 14 |
List Rank and Value the Issues | 16 |
Plan Your Agenda | 18 |
The Summary Close | 96 |
Two More Proven Closes | 98 |
Consider Contingent Contracts | 100 |
STEP 7 TIE UP THE LOOSE ENDS | 103 |
Verify What Has Been Agreed | 104 |
Review Your Performance | 106 |
WINNING TACTICS | 109 |
Choose Your Tactics | 110 |
Determine Your Authority | 20 |
Plan Your First Offer | 22 |
Pick Your Team | 24 |
Devise Your Time Plan | 26 |
Analyze the Other Party | 28 |
Plan Your Strategy | 30 |
Assess Your Appetite for Risk | 32 |
Manage Your Risks | 34 |
Strive for Fairness | 36 |
Beware of Deception | 38 |
Uncover Deceit | 40 |
Guard Your Reputation | 42 |
STEP 2 EXPLORE NEEDS | 45 |
Establish Your Credibility | 46 |
Communicate Your Position | 48 |
Create a Positive Nonverbal Climate | 50 |
Influence with Questions | 52 |
Listen to Advantage | 54 |
Use Persuasive Language | 56 |
Words That Sell | 58 |
Use Silence for Advantage | 60 |
Translate the MetaTalk | 62 |
STEP 3 SIGNAL FOR MOVEMENT | 65 |
How to Signal | 66 |
STEP 4 PROBE WITH PROPOSALS | 69 |
Use Proposals to Generate Movement | 70 |
Package Your Proposals | 72 |
STEP 5 EXCHANGE CONCESSIONS | 75 |
Trade for Advantage | 76 |
Open First? | 78 |
Open High? | 80 |
Beware the Gender Trap | 82 |
Slicing the Pie | 84 |
Enlarging the Pie | 86 |
Build Momentum | 88 |
STEP 6 CLOSE THE DEAL | 91 |
Manage the Tension | 92 |
When to Close | 94 |
Nibble | 112 |
AddOn | 114 |
Lack of Authority | 116 |
Take It or Leave It | 118 |
Escalation | 120 |
The Budget Limitation | 122 |
Good Guy Bad Guy | 124 |
Outrageous Initial Demand | 126 |
Chicken | 128 |
Reverse Auction | 130 |
PERSUASION TRAPS | 133 |
Smart Negotiator Dumb Deal | 134 |
OverConfidence Ego Hubris | 136 |
Loss Aversion | 138 |
Plunging In | 140 |
Anchoring | 142 |
Myopia | 144 |
Frame Blindness | 146 |
Focusing on Vivid Events | 148 |
Number Blindness | 150 |
Irrational Commitment | 152 |
WinLose Mindset | 154 |
The Lemming Effect | 156 |
The Winners Curse | 158 |
ELECTRONIC BARGAINING | 161 |
Bargaining on the Telephone | 162 |
Negotiating by EMail | 164 |
PLAN FOR SUCCESS | 167 |
How to Plan a Negotiation | 168 |
The Mills OnePage Planner | 169 |
ASSESS YOUR BARGAINING STYLE | 171 |
CHECKLIST OF BODY LANGUAGE GESTURES | 176 |
CHECKPOINTS STEPS 1 TO 7THE RESPECT MODEL | 178 |
RECOMMENDATIONS FOR FURTHER READING | 181 |
| 185 | |
| 189 | |
ABOUT THE AUTHOR | |
Other editions - View all
The Streetsmart Negotiator: How to Outwit, Outmaneuver, and Outlast Your ... Harry Mills No preview available - 2005 |
Common terms and phrases
accept advantage agenda agreed agreement Anchoring AUTHOR Avoid Bargaining BATNA believe better body building buyer called cause close Commitment common concessions consider contract Create credible deadline deal DEALMAKER decisions demands difference don't effect example Explore extra face fair feel final frame future Getting give hands Identify increase initial interests investment issues Keep language leave less limitation listen look lose loss mean meet million mistakes move movement negotiators never numbers offer opening opponent party party's percent person persuasive Plan play position possible prepared priorities problem proposals questions Ready reasons reputation Research result risk sell seven steps shows side signals skills Smart Tips Step strategy StreetTalk style success Tips & Tactics trade Trap turn walk women
Bibliographic information
| Title | The Streetsmart Negotiator: How to Outfox, Outmaneuver, and Outlast Your Opponents Online access: EBSCO Business Source Complete |
| Author | Harry Mills |
| Publisher | AMACOM, 2005 |
| ISBN | 0814428754, 9780814428757 |
| Length | 207 pages |
| Export Citation | BiBTeX EndNote RefMan |